How Ford, GM auto dealers are thinking about Detroit’s EV transition and their future
Ford Mustang Mach-E vehicles at a Ford dealership in Colma, California, on July 22, 2022.
Bloomberg | Getty Images
After a home, buying a car is the most expensive purchase most consumers will ever make during their lifetime. The transition to electric vehicles by major auto makers is likely to make the process a little more stressful, at least in the early days of the EV era when many consumers are still under-informed on EV basics. If consumers are to be sold on the mass adoption of battery-powered electric vehicles, car dealers are going to be essential to the pitch. It’s the network of franchise auto dealers who provide education, service, and face-to-face sales, so companies like GM and Ford are working closely with them. But it’s a daunting moment for both sides of the car business.
“We haven’t had a shift of this magnitude in the auto industry ever,” said Robb Hernandez, president of Monterey Park, Calif.-based Camino Real Chevrolet. “The ground is still moving beneath dealers making decisions. The automakers are doing their best making this shift, but the regulation is more of the driving force of how we will all have to pivot.”
That includes his home state of California, where 100% of new car sales are mandated to be EVs by 2035.
“I can only speak for GM,” Hernandez said. “They are listening as we make these changes but the landscape is ever-changing at this point,” he said. But he added, “Most auto dealers are optimistic and excited for the changing landscape.”
As of late last year, 65% of Ford’s dealers had opted into the EV certification program (a little under 2,000, according to data shared by Ford), as it has started to make the role of car dealers central to the EV transition process.
Many consumers want a streamlined process and virtually every transaction today has some online component, according to Brian Maas, president of the California New Car Dealers Association. But with the complicated nature of a vehicle purchase transaction (trade-ins, financing, purchase of extended warranties and other products), a fully online experience will only work for a percentage of car buyers. “The rest will still want to ‘kick the tires’ and take a test drive before investing $50,000+ in the average new car,” he said.
This preference is expected to hold true for EVs. A recent report from the California Air Resources Board (CARB) cites “customer choice,” “vehicle availability,” and “affordability” as keys to mass adoption, all of which require a critical role to be played by dealers.
“I think CARB understands that dealers are essential to the adoption of EVs,” Maas said.
He pointed to several factors. First, and most obvious, outside of Tesla it is franchised dealers who have to explain and sell this new technology to the mass market. Second, all the incentives adopted federally and in states such as California are administered by or through dealers. And finally, EVs won’t approach affordability in the short term without dealers making these funds available to consumers and explaining how these programs work at the point of purchase.
Kerrigan Advisors, which works with dealership groups on sales and acquisitions, noted that Ford, relative to some top global competitors, has a relatively large dealership network to manage through the EV transition. “To some, Ford’s approach is a way to weed out the smaller dealers who are unwilling to make the EV investment,” said Erin Kerrigan, founder and managing director. “Keep in mind Ford has over 3,000 franchises in the U.S.,” Kerrigan said. “By contrast, Toyota has only 1,482 and sells more vehicles than Ford.”
But she expects more Ford dealers will opt in at a future date, once they observe a meaningful consumer shift to EVs.
Timing of the EV transition is a concern
While EV sales are increasing rapidly — as recently as 2021, total battery-powered electric vehicle sales in the U.S. were under 450,000, but Kelley Blue Book says sales surpassed 800,000 in 2022 and are expected to top one million this year — dealers remain cautious about the timelines outlined by the auto companies.
“Despite significant increases in EV sales in 2023, dealers are largely skeptical about the OEM’s timeframes on the EV rollout,” Kerrigan said. “Many say they expect the rollout to take twice as long as expected and EV market share to be half as much as projected by the OEMs.”
Ford’s opt-in window will open again in 2027 for dealers that did not initially join.
Using California as a model — with its timeline being the most aggressive – the process can begin to feel pretty squeezed, Maas said.
“I like to point out that this is the most significant change in personal transportation since we went from horses to automobiles early in the 20th century. In addition to changing how vehicles are powered (from ICE to BEV), we have to provide the infrastructure for charging these vehicles and the electrical grid to support such charging, and we have to convey to consumers that their driving behavior will have to change,” he said. The CARB 2035 goal is ambitious, and California is much further along than any other state with a similar goal or considering adopting one, but “it’s still a significant leap,” Maas said.
Dealers also read the headlines and have concerns about OEMs being able to produce EVs at the pace required by mandates, with raw materials like lithium and cobalt in high demand and uncertain supply. As big a supply-demand issue is whether consumer interest will be sufficient to meet the mandate set by the state government in California for a full transition in 12 years. It is a national and state transition that ultimately becomes a local decision.
Even within California, a dealer in a rural area of the state where EV charging infrastructure is a challenge and where public investment in charging will be less likely is going to be more wary than a dealer in a major metro area in the state. A dealer in Santa Monica may decide more quickly, “I need to be all-in on EVs,” Maas said. “Where you stand depends on where your business sits,” he said. “Significant EV adoption in large cities in California seems pretty clear now, but the question is will we have significant EV adoption throughout the entire state, will Eureka have it at the same pace as LA? Maybe, maybe not?” Maas added.
Who pays for EV charging
The charging element of EVs, more than any other factor, influences how an individual’s day unfolds in a state like California where two million new cars are sold annually. Factors include car owners who live in multi-family housing; and the time it can take to charge — as much as 30 minutes to several hours vs. less than five minutes today to fill a gas tank at the many fueling stations with prices prominently posted and adjusted frequently.
“These challenges aren’t insurmountable, but we do have to explain them to consumers, honestly, so that future car buyers are prepared for what lies ahead,” Maas said.
To become “EV certified,” Ford dealerships can buy into a $500,000 tier or a $1.2 million tier, with the vast majority of that investment tied to the expense of installing EV charging infrastructure. At the lower end, this certification provides dealers with repair and maintenance capabilities and a public DC fast charger, but no EVs to show in the showroom, and no access to a Ford.com presence. It also caps their total EV sales at 25% of inventory. The “elite” tier provides two public DC fast chargers, demo units, rapid replenishment, and a presence on Ford.com.
Ford CEO Jim Farley told Automotive News last December when it announced that two-thirds of dealers had signed on for the EV program (most for the higher-priced tier), “The future of the franchise system hangs in the balance here,” Farley said. “The No. 1 EV player in the U.S. bet against the dealers. We wanted to make the opposite choice.”
But specific concerns from dealers, expressed to Ford, offer a window into the desire on the part of the dealers to also ask for deepening commitment from Ford as part of their own commitment to the e-certification program. One issue has been dealer reluctance to offer public charging at their locations and asking Ford to up its own investment in public charging, even though dealers are aware the OEMs are spending billions on factories for new EVs and batteries.
Dealers are prepared to offer charging for new vehicles to be sold on their lot and vehicles being serviced. But OEMs asking dealerships to serve as public charging stations has led to pushback. “Tesla pays for its supercharging network, yes with lots of taxpayer subsidies, but they pay,” Maas said. “Dealers are in the business of selling and servicing cars, not selling electrons,” he said. While future business cases may prove that dealers can make money from charging, Maas noted that the selling of electrons is heavily regulated by public utility commissions across the country. “Maybe dealers just want to sell and service cars,” he said. “I haven’t been to a dealership that sells gasoline.”
Notably, Ford announced a deal with Tesla last week to use its charging network, which surprised some EV experts given the competitive nature of the market, but also placed more pressure on GM to increase charging options.
Charging is a big issue, but not the only issue for dealers.
“While 24/7 public charging has perhaps garnered the most attention, there are numerous program features that we have asked Ford to modify or eliminate,” Maas said.
Dozens of state dealer trade associations have challenged Ford on multiple aspects of its EV certification program, including its basic legality relative to state law about franchise models.
Auto makers reliant on the franchise model have a financial incentive to control more of the margin that will be available in the EV market, and have learned from watching the margin profile and quality control enjoyed by Tesla’s direct-to-consumer model.
“We have to change our cost profile,” Ford CEO Jim Farley told CNBC in February.
Ford’s approach to selling EVs in some ways is trying to mimic Tesla’s which gives the company more control over standards from store to store than can be achieved through Ford’s traditional franchise model.
There is always tension between franchisors and franchisees, and all states have franchise laws to try and balance the relationship, and where individual dealers and dealer associations are pushing back is where they feel OEMs are using the EV transition as a way to make asks they never would have made previously. That is not limited to charging, but OEM programs dictating how consumers can reserve EVs, and prescribing how EVs have to be sold, dealer trade-in programs, and service contracts.
“Dealers generally chafe at manufacturer requirements that intrude on their ability to sell to their customers,” Maas said. “OEMs make cars and the dealer buys them at wholesale and the dealer sells. Why should that change because it’s powered by electricity? There’s nothing magic about the fact that it is powered by electricity,” he said.
Auto dealership sales market remains hot
Kerrigan said most of the dealers with whom she speaks do expect GM to eventually have a similar program to Ford’s. Meanwhile, GM is reducing its dealer headcount by buying out existing dealers. In the case of Buick, GM is offering a franchise buyback for those dealers who do not want to make the EV investment. Cadillac has also “quietly reduced” its dealer count through buyouts, Kerrigan said. As opposed to Ford’s “pay-to-play” strategy, she described GM’s current approach as more carrot than stick and, in reducing franchise count, ensuring the GM network is well-positioned to sell and service EVs.
Dealers, though, may see two sides to the ways both big OEMs are playing the EV transition. Ford, by giving dealers the option to opt in later, will be seen by some dealers who are more reluctant today as being more flexible, if requiring more of an upfront investment today. Some dealers may see the GM approach as the more rigid one, based on their situation. “If you sold your store, there is no changing your mind,” Maas said. The OEMs are in a difficult position attempting to meet all dealer needs and concerns about EVs. “It’s hard to have a national program that is one size fits all for the new vehicle market,” he said.
In the short-term, the EV concerns are not proving to be a big factor in overall willingness among entrepreneurs to invest in car dealerships. Amid a big jump in new and used car prices — the average new car retail price increased from $33,000 to over $46,000 between 2015 and 2023 — transactions in the auto dealer market were the second-highest ever in 2022, according to Kerrigan, with a record 845 franchises sold during the first three quarters of the year. While publicly traded auto retailers retreated from the market as their stock market valuations were cut, private buyers increased their presence as earnings soared for the third-consecutive year. Average dealership earnings rose 9% in 2022, which was 210% above the pre-pandemic five-year average.
“Even in a rising interest rate environment, dealers voted with their pocketbooks and grew their businesses through acquisition in 2022 and continue to do so in 2023,” Kerrigan noted in its April report on sales activity.
Car dealership owners have proven to be an adaptive group of small business owners throughout history.
“Dealers are very resilient business people,” Kerrigan said. “The demise of the auto retail business model has been erroneously predicted countless times.”
She said most are not overly concerned about the shift to EVs. While some worry about a decline in fixed operations revenue from sales and service as ICE cars disappear, others see the potential for higher revenue in the service and parts department as dealers retain a higher percentage of the customer service spend with EVs. Maas said while there has been a lot of talk about a service business cliff related to EVs, it’s just talk. “Service is not going away,” he said. In 2022, service contributed 12% of dealership revenue, according to the National Auto Dealers Association, versus nearly 50% for new car sales and 38% for used vehicles.
Dealers are gaining a larger share of EV sales, totaling almost 260,000 units in 2022, according to NADA, and dealers capturing 35% of the new EV market by the end of the year. “We expect this to continue as more BEV models are released by the legacy OEMs in the coming years,” NADA said in its annual report.
“The smartest dealers are trying to figure out where this is going and make decisions both for their family and investment in the business,” Maas said. “Ultimately, it will be up to consumers to tell the dealers and OEMs and the larger market what’s going to happen, because if consumers buy these vehicles in huge numbers it’s a signal to the market we need to respond. But if they don’t buy at the pace CARB has set, then some adjustments have to be made.”
![All the EVs (and one PHEV) you can buy with 0% financing in March 2025 [update]](https://i0.wp.com/electrek.co/wp-content/uploads/sites/3/2025/03/zero-percent-financing_MARCH.jpg?resize=1200,628&quality=82&strip=all&ssl=1)
Lease deals get all the hype, but most people still want to own the car after they’re done making all those payments on it. If that sounds like you, and you’ve been waiting for the interest rates on auto loans to drop, you’re in luck: there are a bunch of great plug-in cars you can buy with 0% financing this March … and that includes a zero percent Tesla deal!
UPDATE: some American icons return to the list, and we’ve got more bonus cash offers, too!
I’ve done a couple of these now, so you probably already know that there were plenty of ways for me to present this information. “Best EVs ..?” Too opinion based. “Cheapest EVs ..?” Too much research. In the end, I went with alphabetical order, by make. And, as for which deals are new this month? You’re just gonna have to read the article. Enjoy!
Acura ZDX
The 2024 Acura ZDX uses a GM Ultium battery and drive motors, but the styling, interior, and infotainment software are all Honda. That means you’ll get a solidly-built EV with GM levels of parts support and Honda levels of fit, finish, and quality control. All that plus Apple CarPlay and 0% financing for up to 72 months makes the ZDX one the best sporty crossover deals in the business.
All the electric Chevy EVs (again)
For the second month in a row, Chevrolet is offering 0% financing for up to 60 months on all three of its Ultium-based EVs – and they’re all winners. The Silverado is an incredibly capable pickup that can be spec’ed up to a 10,500 lb. GVWR, making it eligible for Class 3 incentives up to $30,000 in some markets and capable enough to tow whatever horse, boat, or RV you put behind it.
On the crossover side, both the Chevy Blazer EV and Equinox EV each offer their own takes on the five-passenger family SUV, with the cost of base model Equinox LT FWD models with 319 miles of EPA-rated range dropping to just $27,500 after you apply the $7,500 Federal tax credit (which, for now, is still a thing).
Dodge Charger EV
As the auto industry transitions to electric, Dodge is hoping that at least a few muscle car enthusiasts with extra cash, will find their way to a Dodge store and ask for the meanest, loudest, tire-shreddingest thing on the lot.
These days, that’s the new electric Charger – and you still owed money on the Hemi you just totaled, Dodge will help get the deal done on its latest retrotastic ride with a $3,000 rebate plus 0% financing for up to 72 months!
Ford Mustang Mach-E
This month, you can get a killer deal on a new 2024 Ford Mustang Mach-E (shown, above). Through March 31st, you can get $2,500 in bonus cash, a free L2 home charger installed, plus 0% financing for up to 72 months. Tesla owners can also get an additional $1,000 in conquest cash, bringing the hood money total to $3,500.
Ford also announced a 0% financing deal plus $4,000 in bonus cash on the F-150 Lightning pickup, while Ford Pro customers buying an F-150 Lightning for their commercial or public fleet can get even better deals on the OG electric trucks.
GMC Hummer and Sierra Denali EV
The biggest Ultium-based EVs from GM’s commercial truck brand are seriously impressive machines, with shockingly quick acceleration and on-road handling that seems to defy the laws of physics once you understand that these are, essentially, medium-duty trucks. This month, GMC is doing its best to move out its existing inventory of 2024s, so if you’re a fan of heavy metal you’ll definitely want to stop by your local GMC dealer and give the Hummer EV and Sierra Denali EV a test drive.
Honda Prologue
Despite the Honda Prologue was one of the top-selling electric crossovers last year by combining GM’s excellent Ultium platform with Honda sensibilities and Apple CarPlay, Honda upgraded the 2025 model with slightly more EPA range. Even so, there’s still some remaining 2024 inventory out there and dealers are ready to deal (that’s what they do, after all). To make room for the 2025 models, Honda is offering 0% APR for up to 72 months on the remaining 2024s.
Hyundai IONIQ 5
Hyundai is still offering 0% financing for 60 months on all versions of the hot-selling 2024 IONIQ 5 crossover, making it hard to overlook in the five-passenger segment. It’s worth noting that Hyundai is also offering the 5 with $7,500 bonus cash in select markets, but that offer can’t be stacked with the 0%, so do some math before deciding which way you want to go.
All the Kia EVs
Kia’s EV6 and EV9 have been grabbing headlines and setting sales records sine the Kia EV6 shocked the world, making its global debut on a drag strip where the car ran against a Lamborghini, a Porsche, and an AMG Mercedes (and won). This month, however, it’s the Kia Niro EV’s turn to shine thanks to 0% financing on the fun, compact urban runabout for up to 60 months.
The Niro’s bigger siblings are getting the 0% treatment, too, for a longer 72 month term.
Mitsubishi Outlander PHEV
One of the first three-row plugin cars to hit the market (and a frequent addition to these 0% lists), Mitsubishi’s Outlander PHEV offers up to 38 miles of electric range from its 20 kWh li-ion battery, making it a great “lily pad” vehicle for suburban families who want to drive electric but still worry about being able to find a charging station when they need one.
Nissan Ariya
I’ve already said that the Nissan Ariya didn’t get a fair shake. If you click that link, you’ll read about a car that offers solid driving dynamics, innovative interior design, and all the practicality that makes five-passenger crossovers the must-haves they’ve become for most families. With great discounts available at participating dealers, Supercharger access, and 0% interest from Nissan for up to 72 months, Nissan dealers should have no trouble finding homes for their remaining 2024 Ariya crossovers.
Subaru Soltera
Despite being something of a slow seller, this mechanical twin of the Toyota bZ4X EV seems like a solid mid-size electric crossover with some outdoorsy vibes and granola style that offers more than enough utility to carry your mountain bikes to the trail or your kayaks to the river. The company is hoping to help clear out its remaining 2024 models with big discounts and 0% financing for up to 72 months.
Tesla Model 3
Say what you will about Elon Musk – and I say plenty over on the Quick Charge podcast – the fact remains that we wouldn’t be here talking about EVs at all if it wasn’t for his marketing brilliance, bravado, and sheer force of will. Beyond that, Tesla simply offers as superior ownership experience through total software integration, unfettered access to the Supercharger network, and the best EV route-planning software this side of Chargeway.
If you can stomach being associated with Elon (or have an inside line on some spare Honda badges), you can get a new Model 3 for 0% interest or 0.99% with $0 down if you apply the $7,500 Federal tax incentive at the point of purchase.
Volkswagen ID.4
One of the most popular legacy EVs, the ID.4 offers Volkswagen build quality and (for 2024) a Chat-GPT enabled interface. To keep ID.4 sales rolling, VW dealers are getting aggressive with discounts, making this fast-charging, 291 mile EPA-rated range, 5-star safety rated EV a value proposition that’s tough to beat.
This month, get a Volkswagen ID.4 with 0% financing for up to 72 months plus a $5,000 customer cash bonus to stack with it.
Disclaimer: the vehicle models and financing deals above were sourced from CarsDirect, CarEdge, and (where mentioned) the OEM websites – and were current as of 09MAR2025. These deals may not be available in every market, with every discount, or for every buyer (the standard “with approved credit” fine print should be considered implied). Check with your local dealer(s) for more information.
FTC: We use income earning auto affiliate links. More.
Following approval from Transport Canada, EV startup Workhorse will be bringing the W56 and W750 model electric delivery vans to commercial truck dealers in Canada as early as this spring.
Workhorse first showed its W56 medium-duty electric truck at Indiana’s Work Truck Week in 2023, and has sold the trucks to logistics and delivery companies like FedEx and Pride Group – which ordered more than six thousand of the electric vans in 2021, and continues to expand its fleet.
“This is a major step forward for Workhorse,” says Josh Anderson, Workhorse’s chief technology officer in a press statement. “Pre-clearance from Transport Canada opens up a large new market for our products throughout Canada, including with fleets that operate across borders in North America.”
As part of the approval process, Workhorse completed its registration as a foreign manufacturer under Transport Canada’s Appendix G clearance program. Transport Canada confirmed the vans’ compliance with Canadian Motor Vehicle Safety Standards (CMVSS) for both vehicles – but it remains to be seen if and how the latest tariff-driven trade war between the Trump Administration’s US and Canada will impact Workhorse’s plans to expand throughout North America.
Despite that uncertainty, Workhorse execs remain upbeat. “We’re excited that our electric step vans can now reach Canadian roads and highways, providing reliable, zero-emission solutions that customers can depend on,” added Anderson.
Canadian pricing has yet to be announced.
Electrek’s Take
There’s no other way to say it: the Trump/Musk co-presidency is disrupting a lot of companies’ plans – and that’s especially true across North American borders. But in all this chaos and turmoil there undoubtedly lies opportunity, and it will be interesting to see who ends up on top.
SOURCE | IMAGES: Workhorse, via Electric Autonomy Canada.
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![Liebherr developing giant, 140-ton Segway-style autonomous haulers [video]](https://i0.wp.com/electrek.co/wp-content/uploads/sites/3/2025/03/operational-area-earth-moving-copy.jpg?resize=1200,628&quality=82&strip=all&ssl=1)
The new Liebherr S1 Vision 140-ton hauler is unlike any heavy haul truck currently on the market – primarily because the giant, self-propelled, single-axle autonomous bucket doesn’t look anything like any truck you’ve ever seen.
Liebherr says its latest heavy equipment concept was born from a desire to rethink truck design with a focus only on core functions. The resulting S1 Vision is primarily just a single axle with two powerful electric motors sending power to a pair of massive airless tires designed carry loads up to 131 tonnes (just over 140 tons).
The design enables rapid maintenance, as important components easily accessible for quick servicing. Wear parts can be replaced efficiently, and the electric drive significantly reduces maintenance work. This helps to minimise downtimes and increases operational efficiency.
LIEBHERR
Because of its versatility, durability, and ability to perform zero-turn maneuvers that other equipment simply can’t, the Liebherr S1 Vision can be adapted for various applications, including earthmoving, mining, and even agriculture. There’s also a nonzero chance of this technology finding applications supporting other on-site equipment through charging or fuel delivery.
The S1 accomplishes that trick safely with the help of an automatic load leveling system that ensures maximum stability, even on bumpy or rough terrain. The company says this technology significantly reduces the risk of tipping while providing smooth and secure operation across various environments.
Liebherr will show the S1 Vision at this year’s bauma equipment exhibition in Munich, Germany. The design has already been nominated for the bauma Innovation Award in the Mechanical Engineering category – and my money’s on it winning.
Electrek’s Take
This is such goofy, stupid fun that if it was wheelbarrow-sized I’d have three of them. I can’t imagine the insanity of watching one of these things roll across a job site with 100 tons of granite in the bucket – and will have nightmares about the kind of damage it could do if it flipped out like a poorly made Chinese hoverboard clone whipping a toddler across a living room … which, in fairness, would probably get a billion views on Instagram or TikTok or whatever.
I can’t wait.
SOURCE | IMAGES: Liebherr.
FTC: We use income earning auto affiliate links. More.
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